Vice President Sales Engineering

About Us: Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies. Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. Vice President of Sales Engineering Summary: The VP of Worldwide Sales Engineering oversees Delinea’s global team of Sales Engineering leaders and individual contributors. This is a senior leadership role reporting directly the Chief Revenue Officer. This leader will own objectives related to Delinea’s revenue growth, pipeline creation, partner ecosystem & go-to-market execution. Additionally, this leader will contribute to cross-functional efforts to continuously improve Delinea’s product execution, customer success experience, & marketing programs. What You’ll Do: Create and continuously cultivate a culture of Sales Engineering excellence that establishes the function as a competitive advantage for Delinea. Establish and continuously improve an Operational Excellence model across the function globally. Identify and align KPI’s with Sales Leadership such that the SE function is clearly and consistently aligned to the business. Identify KPI’s that will improve Delinea’s technical win rate. Embed KPI’s in performance management standards across the function. Create and develop Delinea’s SE talent program. Establishing the career path, standards for growth, and entry into Delinea’s SE community are critical to this role. Establish an SE-on-boarding program with milestones that drive demo proficiency in 90 days or less. Establish an SE Enablement standard that aligns to KPI’s and go-to-market priorities by segment and geo. Identify SE-led programs to create pipeline by segment and geography. Establish a global demo & POC standard that includes competitive trapping, Delinea value positioning, & business value alignment. Invest in and engage the partner ecosystem through programs that are embedded in the core team’s KPI’s. Establish a cross-functional program to regularly engage Product Management as Delinea’s “voice of the client” on product strategy prioritization. This program should establish alignment with Product & Engineering leaders to ensure that the needs of the field are appropriately communicated back to those owners. Evaluate organizational alignment globally, and instrument adjustments that align to go-to-market execution through alignment with HR Business Partners. Act as an Executive Sponsor on key accounts and partnerships. What You’ll Bring: 10 years of experience leading teams with 50 staff. Experience leading global functions with an emphasis on sales / sales engineering functions. A point-of-view and approach to building an SE community and culture on a global scale. Proven experience building global programs that align to sales priorities such as forecast accuracy, pipeline creation, & technical win playbooks. Experience leading SE teams in Delinea’s core markets including Commercial, Enterprise, Strategic and Government segments across the globe. Experience mixing direct & partner driven Sales Engineering engagement excellence. Experience building Sales Engineering Enablement, KPI’s, & Technical Win standard programs on a global scale Ability to contribute as a senior executive in Marketing, Corporate Event, Executive Sponsorship, & Speaking engagement scenarios. Bonus if you Have: CISSP and other Industry Certifications Delinea Culture & Benefits: Why work at Delinea? · We’re passionate problem-solvers doing our part to make the world a safer place. · We invest in people who are smart, self-motivated, and collaborative. · What we offer in return is meaningful work, a culture of innovation and great career progression! At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed. Delinea is the leading provider of privileged access management (PAM) solutions for seamless security. Backed by TPG Capital, Delinea was formed in April 2021 through the merger of established PAM leaders Centrify and Thycotic to create the most extensive platform in the identity security market. For small businesses and global enterprises alike, Delinea delivers the digital freedom that everyone deserves by seamlessly defining the boundaries of access. As organizations continue their digital transformations, they are faced with increasingly sophisticated environments and more challenging requirements for securing an expanded threatscape. Legacy PAM solutions are not designed for today’s hybrid environments, are too complex, and cannot solve current privilege management challenges. Our mission is to provide security that’s invisible to the user, while simultaneously providing IT and security teams with the control they require. Delinea’s solutions grant access to an organization’s most critical data, devices, code, and cloud infrastructure using a centralized dashboard. Users get access when and where they need it, for as long as needed to complete the task. With Delinea, privileged access is more accessible.